Problem
- Positioning a premium engineered product amidst lower-priced competition. CarlisleIT not only delivered a more durable, higher-performance manufactured product, but they also brought engineering know-how and guidance to customers. Still, share was at risk due to lower-priced competition. How do you convince buyers that an expert partner and premium value pay for themselves over the life of the end product?
Solution
- Leveraging a culture of performance in every customer encounter. CarlisleIT was not a commodity manufacturer and its marketing had to reflect that. We worked closely with them to bring “Performance With Purpose” to life in all sales aids, videos, their website, trade show displays, and factory settings. Whether at the table or on the walls, it inspired a culture of internal performance, which made for successful sales encounters.
Impact
- YOY Growth in revenues in aviation, space, military, and medical verticals
- Growth in employee pride and retention at key manufacturing facilities
